Smart Sales Strategies for Niche Markets
Selling to Garage Equipment and Accessories Businesses
Many garage equipment and accessories businesses present possibilities for emerging companies to tap into new revenue streams. The challenging part is designing a sales plan that gets your products noticed by high value prospects.
As it turns out, garage equipment and accessories businesses play by the same rules as any other type of business; they respond to businesses that offer solid, affordable products.
Frequently, the best B2B businesses achieve success through the consistent application of proven selling concepts. That's especially true in the garage equipment and accessories business industry where small oversights can translate into losses in market share.
Direct Marketing Strategies
Direct marketing has many advantages for selling to garage equipment and accessories businesses. The benefit of direct marketing is that it is an efficient method reaching qualified prospects with targeted messaging. From a sales perspective, direct marketing establishes a platform for relationships with garage equipment and accessories businesses that can benefit from your products or services.
The challenge with direct marketing is lead generation. Since reliable leads can be hard to find, we recommend using lead lists supplied by established third-party vendors. Over the years we've found that Experian is one of the best in the business with a reputation for supplying consistently reliable lists of garage equipment and accessories businesses that produce high conversion rates.
Role of Owners & Managers
Owners and managers should expect to be active participants in selling to garage equipment and accessories businesses. Front line visibility is essential for large accounts, but your sales team can benefit from occasional field interactions with the owner or sales manager.
By periodically accompanying your reps in the field, you can build relationships with the people you count on to close sales.
Industry Experience
In garage equipment and accessories business sales, industry experience is a huge plus. Although it isn't necessary to have decades of front line experience, it helps to speak the industry language and to understand the pressure points of a typical garage equipment and accessories business.
B2B sellers who lack industry experience can compensate for inexperience by subscribing to trade journals, partnering with industry insiders and immersing themselves in the industry culture. Remember, garage equipment and accessories businesses may also be more friendly to sellers within their network, so it's important to make new contacts as quickly as possible.
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